June’s Box of the Month is positioning. Then you can create internal positioning documents for developing external messages that focus on each key buyer or persona. We’ll discuss the differences between branding and positioning , ways to strengthen positioning using product message maps , and why positioning should be done before gaining executive approval for a product or feature. MORE
Blog Positioning & Sales EnablementThe most basic rule of marketing is so easy to forget. You’ve just purchased some new clothes or shoes online. As part of the transaction, you hand over your email address or mobile number knowing full well that three things are going to happen. You’ll get a receipt via email/text. You’ll get shipping notifications and tracking information via email/text. Before, during and after #2, you get flooded with promotions. Not good! MORE
Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine January 2018 is now available. We’re kicking off 2018 with a discussion on product success metrics and a viewpoint that there’s only one critical metric that’s important over the long term. If you routinely hit that one, all the others will take care of themselves. MORE
In this video 280 Group CEO and Founder, Brian Lawley, is joined by Senior Consultant/Trainer, Tom Evans, who is a Product Management and Product Marketing expert.The topic is why good product positioning is so critical for your product and your messaging. MORE
You’ll walk away with everything you need to effectively position and differentiate whatever you’re selling. Blog Positioning & Sales EnablementSometime is pays to just be curious. You’re about to go into a sales discovery meeting with a new prospect. Is your mindset more like salesperson with a quota, or someone that’s looking to create new relationships in your professional network? MORE
On this week’s episode, host Bob Caporale, President of the product management and product strategy training company Sequent Learning Networks , answers the following question: Dear Strategy: “Which approach or tool should I use for defining the positioning strategy in a Red Ocean?”. The post Dear Strategy: 049 Positioning Yourself in a Red Ocean appeared first on Dear Strategy Podcast. MORE
Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers. This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts. MORE
Dear Strategy: “Which approach or tool should I use for defining the positioning strategy in a Red Ocean?”. The first is the term “Red Ocean” and the second is the term “positioning.” The term “positioning” was made famous by Al Ries and Jack Trout in their co-authored book Positioning: The Battle for Your Mind. The idea behind this concept is that every brand should hold some unique position in the collective minds of its customers. MORE
Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine August 2018 is now available. This month we explore the value of a product marketing roadmap to sales. It’s not a staple in most B2B organizations but it’s just as important to your near-term revenue as a product roadmap is to your longer-term growth. MORE
Blog Market & Customer Insights Positioning & Sales Enablement Product Development & Delivery Strategy & Product PlanningCreating your product vision can be difficult when you focus too much on the product. MORE
Blog Positioning & Sales EnablementProduct demo themes can improve your sales win rate. The key? They have to be crafted in the customer’s vocabulary and mirror their business goals. Here are three guidelines for creating and using demo themes to improve your sales win rate. 1. Connect the Strategic and Tactical Dots. MORE
When you stop … Continue reading → Innovation Learning goals ideas positivity strategic thinking strategyEvery product and service we have today was once an idea. Even the most basic creations did not exist before someone came up with an impression for a better outcome that would be useful in some way. MORE
It identifies where the best opportunities are relative to the strength of your existing solutions, articulates the value positioning (bait) required to reel them in, then turns the salesforce loose on those opportunities via demand generation programs. Blog Positioning & Sales EnablementA product marketing roadmap for sales is like a popular technique used in deep sea fishing. MORE
Redefine Simplicity – Up the ante on product simplicity (usability) and see the immediate impact to your top line, retention rates and competitive position. In The Trenches Positioning & Sales Enablement Strategy & Product Planning MORE
Effective product positioning comes in many forms. For more effective product positioning, your bold headings, titles, themes, and leading statements should be something that every buyer would agree with, and worded in a way that causes buyers to relive their biggest headaches. A short sentence explaining why each issue occurs enhances your credibility and offers the perfect setup to position your solution. MORE
Blog Positioning & Sales EnablementSolution selling is like vanilla ice cream. Everyone knows what it is – it’s simple and meets the most basic criteria for a dessert. Here’s the thing: if you and all of your competitors are using the vanilla ice cream approach to selling, you’re missing an opportunity to showcase your unique value and improve win rates. MORE
I was facilitating a session on product positioning. The team was really nailing it, with a strong focus on customer problems. Then the session came to a crashing halt when the VP of Marketing said, “We need to incorporate the word ‘power.’ ’ Didn’t you notice how the president’s eyes really lit up every time you said ‘power’ yesterday?” ” I could feel the energy leave the room. MORE
Blog Positioning & Sales EnablementIt’s easier to sell products that don’t exist because they can do anything buyers want. Unfortunately, no one makes money selling products you don’t have. MORE
Blog Positioning & Sales EnablementThe more you’re talking the less you’re selling. Listening just might be the most underrated and overlooked sales skill of all. If you let buyers talk long enough, they’ll eventually talk themselves into buying whatever you’re selling. Try these three tactics with your next prospect and the odds of a desirable outcome go up exponentially. 1. Ask Insightful Questions. MORE
In marketing, positioning is the process by which marketers try to create an image or identity in the minds of their target market for its product, brand, or organization.— Finally it hit me: “Are you trying to figure out my positioning?” ” Upgrade positioning. MORE
This video illustrates why it is vital to properly position a product or service in the market. Spice Catalyst teaches how to go about doing product positioning in its Product Market Strategy and Positioning Workshops and online courses. MORE
Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine September 2018 is now available. MORE
Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. We also examine product usability and its impact on revenue, plus sales demo tips. Be sure to check out our brand new lineup of advanced training programs. MORE
Stress-Out Your Buyers (a little) For More Effective Product Positioning. Product Management Playbook Positioning & Sales EnablementProduct presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product. MORE
Who defines product positioning? Product managers are responsible for the features of the product and its positioning in the marketplace. Product Management defines the positioning and Marcom delivers the positioning. Ask yourself: does it support the position? MORE
In The Trenches Market & Customer Insights Positioning & Sales Enablement Product Development & Delivery Strategy & Product PlanningIf you have market driven products then don’t you have a market driven company? There are three key differences between market driven products and a market driven product company. Market-driven products, if taken literally, could result in multiple product silos with competing goals and contention over resource allocation. MORE
Positioning describes what your product does—while also describing how it is different than anything else on the market. To be effective, product leaders must profile each competitive offering for company and product positioning. MORE
Product Management Playbook Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales EnablementWealth made simple: news and articles from IRC Wealth. MORE
The ad men’s challenge was positioning margarine against butter: do we position our margarine as premium, low-cost, middle of the road, or something else? And what other TV shows would make a good short-hand for personas and positioning? MORE
Fear that you will miss … Continue reading → Purpose Trust Communication creativity positivity productivityGuest post by Annabelle Smyth Many companies still hold tight to the old way of doing things. They put you in high-pressure situations and hope that you get all your work done out of fear. MORE
150 
Product Management Playbook Positioning & Sales EnablementNothing accelerates the sales process more than a presentation that simply “nails it.” ” Here’s a quick test to determine the B uyer R elevance Q uotient (BRQ) of your sales presentations. MORE
I was running a positioning exercise with a team of product managers and VPs. ” Maybe that’s why so much of the positioning I see is industry gobbledygook : Marketers are trying to impress the leadership instead of the customer. See Positioning with Formulas. MORE
Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine March 2018 is now available. We headline our March issue by going back to one of those marketing basics that’s all too easy to forget. We also draw the analogy between a lifestyle change and the shift from a product success culture to a customer success culture. Enjoy our March issue. MORE
″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none” last=”no” hover_type=”none” link=”” border_position=”all”][fusion_text]. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning MORE
Product positioning is a key element of product management. Positioning documents will define your product category, the problems it solves and the personas it serves. So how does this model impact product positioning ? A product’s position is what it does and for whom. A positioning document contains the who and what. It turns positioning into messaging. Positioning is what we'll say; the messaging is how we'll say it. MORE
Ask five people what positioning means and you’ll likely get five different answers. Positioning is often used in place of value proposition and vice versa; sometimes both get confused with messaging. There is agreement on one thing: Successful positioning should create a connection with potential customers that results in selling more products and services. What Positioning Isn’t. Stake out a Market Position. MORE
When considering how to communicate your value proposition, many firms try to reveal how they’re better ( slightly better) than the competitor—sometimes in really subtle but irrelevant ways. “We use 257-bit encryption—that is a whole bit better than our competitor.” MORE
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Positioning Related Topics 280 Group
FEBRUARY 5, 2018
In this video 280 Group CEO and Founder, Brian Lawley, is joined by Senior Consultant/Trainer, Tom Evans, who is a Product Management and Product Marketing expert.The topic is why good product positioning is so critical for your product and your messaging.
Spice Catalyst
FEBRUARY 17, 2017
This video illustrates why it is vital to properly position a product or service in the market. Spice Catalyst teaches how to go about doing product positioning in its Product Market Strategy and Positioning Workshops and online courses.
Under10 Playbook
NOVEMBER 29, 2017
Positioning describes what your product does—while also describing how it is different than anything else on the market. To be effective, product leaders must profile each competitive offering for company and product positioning.
Pragmatic Marketing
MAY 31, 2018
June’s Box of the Month is positioning. Then you can create internal positioning documents for developing external messages that focus on each key buyer or persona. We’ll discuss the differences between branding and positioning , ways to strengthen positioning using product message maps , and why positioning should be done before gaining executive approval for a product or feature.
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To get the position right, you’ll need to do some research into the main user classes that make up your customer mix. In meetings, adjust the position of the dots. the feature positions in your Packaging Decision Framework, noting where on the value scale (x-axis) each feature falls.
Pragmatic Marketing
JUNE 12, 2018
Product positioning is a key element of product management. Positioning documents will define your product category, the problems it solves and the personas it serves. So how does this model impact product positioning ? A product’s position is what it does and for whom. A positioning document contains the who and what. It turns positioning into messaging. Positioning is what we'll say; the messaging is how we'll say it.
Pragmatic Marketing
JUNE 19, 2018
Ask five people what positioning means and you’ll likely get five different answers. Positioning is often used in place of value proposition and vice versa; sometimes both get confused with messaging. There is agreement on one thing: Successful positioning should create a connection with potential customers that results in selling more products and services. What Positioning Isn’t. Stake out a Market Position.
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Under10 Playbook
NOVEMBER 2, 2016
In marketing, positioning is the process by which marketers try to create an image or identity in the minds of their target market for its product, brand, or organization.— Finally it hit me: “Are you trying to figure out my positioning?” ” Upgrade positioning.
Lead on Purpose
MARCH 13, 2017
Fear that you will miss … Continue reading → Purpose Trust Communication creativity positivity productivityGuest post by Annabelle Smyth Many companies still hold tight to the old way of doing things. They put you in high-pressure situations and hope that you get all your work done out of fear.
Under10 Playbook
NOVEMBER 2, 2016
I was running a positioning exercise with a team of product managers and VPs. ” Maybe that’s why so much of the positioning I see is industry gobbledygook : Marketers are trying to impress the leadership instead of the customer. See Positioning with Formulas.
Under10 Playbook
NOVEMBER 2, 2016
The ad men’s challenge was positioning margarine against butter: do we position our margarine as premium, low-cost, middle of the road, or something else? And what other TV shows would make a good short-hand for personas and positioning?
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uniquely position your application in the market and base your oferings on new. MONETIZING ANALYTICS FEATURES: Why Data Visualizations. Will Never Be Enough. Go beyond basic embedded dashboards to diferentiate your. application and maximize the value of embedded analytics.
Under10 Playbook
NOVEMBER 2, 2016
I was facilitating a session on product positioning. The team was really nailing it, with a strong focus on customer problems. Then the session came to a crashing halt when the VP of Marketing said, “We need to incorporate the word ‘power.’ ’ Didn’t you notice how the president’s eyes really lit up every time you said ‘power’ yesterday?” ” I could feel the energy leave the room.
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Proficientz – Product Management University
JUNE 25, 2018
Effective product positioning comes in many forms. For more effective product positioning, your bold headings, titles, themes, and leading statements should be something that every buyer would agree with, and worded in a way that causes buyers to relive their biggest headaches. A short sentence explaining why each issue occurs enhances your credibility and offers the perfect setup to position your solution.
Under10 Playbook
NOVEMBER 2, 2016
When considering how to communicate your value proposition, many firms try to reveal how they’re better ( slightly better) than the competitor—sometimes in really subtle but irrelevant ways. “We use 257-bit encryption—that is a whole bit better than our competitor.”
Dear Strategy
MAY 10, 2018
On this week’s episode, host Bob Caporale, President of the product management and product strategy training company Sequent Learning Networks , answers the following question: Dear Strategy: “Which approach or tool should I use for defining the positioning strategy in a Red Ocean?”. The post Dear Strategy: 049 Positioning Yourself in a Red Ocean appeared first on Dear Strategy Podcast.
Dear Strategy
MAY 10, 2018
Dear Strategy: “Which approach or tool should I use for defining the positioning strategy in a Red Ocean?”. The first is the term “Red Ocean” and the second is the term “positioning.” The term “positioning” was made famous by Al Ries and Jack Trout in their co-authored book Positioning: The Battle for Your Mind. The idea behind this concept is that every brand should hold some unique position in the collective minds of its customers.
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positive ROI,” writes Anne Moxie in a Nucleus Research. Updating your application’s dashboards and reporting features. may feel optional—until suddenly it’s not. Watch for these 5 signs. that you’re at risk for an analytics emergency. Early Indicators. Your Embedded.
Lead on Purpose
NOVEMBER 27, 2017
When you stop … Continue reading → Innovation Learning goals ideas positivity strategic thinking strategyEvery product and service we have today was once an idea. Even the most basic creations did not exist before someone came up with an impression for a better outcome that would be useful in some way.
Proficientz – Product Management University
SEPTEMBER 21, 2018
Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine September 2018 is now available.
Proficientz – Product Management University
SEPTEMBER 20, 2018
Blog Positioning & Sales EnablementIt’s easier to sell products that don’t exist because they can do anything buyers want. Unfortunately, no one makes money selling products you don’t have.
Proficientz – Product Management University
AUGUST 20, 2018
Redefine Simplicity – Up the ante on product simplicity (usability) and see the immediate impact to your top line, retention rates and competitive position. In The Trenches Positioning & Sales Enablement Strategy & Product Planning
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position of either rejecting your users’ needs or ripping out. WHY “BUILD OR BUY?” IS THE WRONG QUESTION FOR ANALYTICS Introduction.1 When to Build Your Own Analytics. 2 When to Buy a Bolt-On Solution. 6 When to Take a Combined Approach. 9 About Logi Analytics.
Proficientz – Product Management University
AUGUST 29, 2018
Product Management Playbook Positioning & Sales EnablementNothing accelerates the sales process more than a presentation that simply “nails it.” ” Here’s a quick test to determine the B uyer R elevance Q uotient (BRQ) of your sales presentations.
Proficientz – Product Management University
SEPTEMBER 18, 2018
Blog Market & Customer Insights Positioning & Sales Enablement Product Development & Delivery Strategy & Product PlanningCreating your product vision can be difficult when you focus too much on the product.
Proficientz – Product Management University
NOVEMBER 2, 2017
Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. We also examine product usability and its impact on revenue, plus sales demo tips. Be sure to check out our brand new lineup of advanced training programs.
Proficientz – Product Management University
AUGUST 20, 2018
It identifies where the best opportunities are relative to the strength of your existing solutions, articulates the value positioning (bait) required to reel them in, then turns the salesforce loose on those opportunities via demand generation programs. Blog Positioning & Sales EnablementA product marketing roadmap for sales is like a popular technique used in deep sea fishing.
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It also positively impacts the end. 2018 STATE OF. EMBEDDED. ANALYTICS. REPORT The Sixth Annual Review of Embedded. Analytics Trends and Tactics | 2018 LOGI ANALYTICS STATE OF EMBEDDED ANALYTICS REPORT TABLE OF. CONTENTS Foreword by Jen Underwood, Principal Consultant, Impact Analytix.1
Proficientz – Product Management University
AUGUST 23, 2018
Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine August 2018 is now available. This month we explore the value of a product marketing roadmap to sales. It’s not a staple in most B2B organizations but it’s just as important to your near-term revenue as a product roadmap is to your longer-term growth.
Proficientz – Product Management University
JULY 25, 2018
Stress-Out Your Buyers (a little) For More Effective Product Positioning. Product Management Playbook Positioning & Sales EnablementProduct presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product.
Proficientz – Product Management University
JULY 24, 2018
You’ll walk away with everything you need to effectively position and differentiate whatever you’re selling. Blog Positioning & Sales EnablementSometime is pays to just be curious. You’re about to go into a sales discovery meeting with a new prospect. Is your mindset more like salesperson with a quota, or someone that’s looking to create new relationships in your professional network?
Proficientz – Product Management University
JULY 27, 2018
Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers. This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts.
Speaker: Richard Cheng, Associate Product Manager, Mark43
Mark43 is on a mission to bring public safety data management into the 21st century. To fix traditionally paper-heavy and error-prone processes, they needed a secure and easy-to-use product experience that simplified and unified crime data collection and management.
Proficientz – Product Management University
MARCH 27, 2018
Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine March 2018 is now available. We headline our March issue by going back to one of those marketing basics that’s all too easy to forget. We also draw the analogy between a lifestyle change and the shift from a product success culture to a customer success culture. Enjoy our March issue.
Proficientz – Product Management University
JANUARY 30, 2018
Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine January 2018 is now available. We’re kicking off 2018 with a discussion on product success metrics and a viewpoint that there’s only one critical metric that’s important over the long term. If you routinely hit that one, all the others will take care of themselves.
Proficientz – Product Management University
MARCH 8, 2018
Blog Positioning & Sales EnablementThe most basic rule of marketing is so easy to forget. You’ve just purchased some new clothes or shoes online. As part of the transaction, you hand over your email address or mobile number knowing full well that three things are going to happen. You’ll get a receipt via email/text. You’ll get shipping notifications and tracking information via email/text. Before, during and after #2, you get flooded with promotions. Not good!
Proficientz – Product Management University
NOVEMBER 2, 2017
″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none” last=”no” hover_type=”none” link=”” border_position=”all”][fusion_text]. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning
Speaker: Ashley Carroll, Partner, Social Capital
If you're serious about making meaningful change to your product management decisions that translates to positive change to your shipped products, register today. In this session, we’ll look beyond revenue as the primary metric in product analytics.
Proficientz – Product Management University
FEBRUARY 16, 2017
Product Management Playbook Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales EnablementWealth made simple: news and articles from IRC Wealth.
Proficientz – Product Management University
APRIL 15, 2018
Blog Positioning & Sales EnablementSolution selling is like vanilla ice cream. Everyone knows what it is – it’s simple and meets the most basic criteria for a dessert. Here’s the thing: if you and all of your competitors are using the vanilla ice cream approach to selling, you’re missing an opportunity to showcase your unique value and improve win rates.
Proficientz – Product Management University
MARCH 12, 2018
In The Trenches Market & Customer Insights Positioning & Sales Enablement Product Development & Delivery Strategy & Product PlanningIf you have market driven products then don’t you have a market driven company? There are three key differences between market driven products and a market driven product company. Market-driven products, if taken literally, could result in multiple product silos with competing goals and contention over resource allocation.
Proficientz – Product Management University
JANUARY 26, 2018
Blog Positioning & Sales EnablementProduct demo themes can improve your sales win rate. The key? They have to be crafted in the customer’s vocabulary and mirror their business goals. Here are three guidelines for creating and using demo themes to improve your sales win rate. 1. Connect the Strategic and Tactical Dots.
Proficientz – Product Management University
OCTOBER 25, 2017
Blog Positioning & Sales EnablementThe more you’re talking the less you’re selling. Listening just might be the most underrated and overlooked sales skill of all. If you let buyers talk long enough, they’ll eventually talk themselves into buying whatever you’re selling. Try these three tactics with your next prospect and the odds of a desirable outcome go up exponentially. 1. Ask Insightful Questions.
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